Are You Selling Above the Line?

Like playing above the rim in basketball, selling above the line is a world of difference. First, let’s explore what it means to sell below the line.

If you are selling below the line, some of things you are probably doing or experience include:

• engaging in a pricing battle early and often
• demonstrating and presenting each and every product feature without regard to what your customer really cares about
• engaging valuable internal resources on “opportunities” that haven’t been qualified
• hoping your deals close by the end of the quarter without any reason or logic behind your assumption
• going it alone
• giving into negotiating tactics

How do you know if you are selling above the line? Here’s a list of some of the things you are probably doing:

• creating a valuable and tailored customer experience throughout the entire sales process
• asking thoughtful questions that help your customer evaluate what they are doing verses what they could be doing and the potential impact
• moving the sale forward each step of the way with skin in the game from the customer
• establishing trust and credibility before diving into sensitive but essential topics
• engaging all decision makers and influencers
• uncovering all decision makers and influencer critical success factors
• connecting the dots with and for your customers so they understand how you solution uniquely satisfies there most important needs
• uncovering and leveraging your customer’s critical events to determine and guide the close date
• leaving no resource (internal or external) untapped if it will help you close a deal
• countering win/lose tactics
• negotiating balanced or win/win agreements

What else do you do to ensure you’re selling above the line?

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